Increase Your Sales And It’s Not What You Think! With Donnie Boivin

Episode Summary

Donnie Boivin is the real deal and he gets right into it as we dive into the world of sales. It’s a conversation that will change how you look at your sales from this day forward. 

Learn
-what the real problem is and how to fix it
-how to convert higher and make more money
-and when and why you should be scared! 

Donnie is an award-winning professional sales trainer, top-200 iTunes podcaster, Marine Corp veteran, and owner of his profitable Success Champions business.

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You can find Donnie Boivin at: Website: https://donnieboivin.com
LinkedIn: https://www.linkedin.com/in/donnieboivin
Facebook: https://www.facebook.com/DonnieBoivinSuccess
Instagram: https://www.instagram.com/donnie.boivin

Check out the Outsourcing Playbook For Busy Entrepreneurs here: https://winthehourwintheday.com/outsourcing-playbook

Donnie Boivan Podcast Interview

[00:10:54] Kris Ward: Hey everyone. Welcome to another episode of when the hour, when the day I am your host, Chris Warren, and as usual, I am super excited about my guests.

[00:11:07] Listen, I’m excited or I don’t just do it, but today you’re going to love this guy. Donnie. Boivin. Oh, my gosh award-winning profession, professional sales trainer, top 200 iTunes, podcaster, Marine Corps, veteran, and owner of success champions. You are going to love him. He is to the point he is no nonsense.

[00:11:28] He shoots between the eyes. He just calls it as he sees it. I mean, he’s got a, he’s got so much on the go. I’ve got the, all these things. He really is take no prisoners kind of guy, but I’m going to let you. Okay. And like you bought it, Donny, Donny.

[00:11:45] Donnie Boivin: We’re already starting off. Great, Chris, this is brilliant.

[00:11:50] Kris Ward: He said, wait, he’s got way too much girl to be called Bonnie. So we’ll see if we need to edit that out. Okay. Donnie boy, even though I think the Bonnie, I combine words, which I do frequently without alcohol, I speak too quickly and I slur my words. Alright, Johnny, jump in and save this butchered introduction, please.

[00:12:08] Donnie Boivin: No, I actually thought it was a brilliant introduction. I hope you leave it that way because it shows you as a real person.

[00:12:13] Kris Ward: Well, I’m real. I’m real,

[00:12:15] Donnie Boivin: you know, so honestly, I’ve been looking forward to this of. There’s a couple of times, you and I have talked, have been show fun. Uh, we have very similar personalities.

[00:12:24] We we’ve, we’ve made fun of conversation we had in the past. So there, I really I’ve been looking forward to this one, so, Oh,

[00:12:31] Kris Ward: goodie. Good, good, good. Alright. Okay. So you’re going to talk to us about sales and I cannot wait to hear your angle on that because everything you do is very. On point and refreshing.

[00:12:43] So let’s just dive in, tell us what you think are the biggest mistakes people make or the things we should all be doing better or where are we dropping them?

[00:12:52] Donnie Boivin: Yeah. So let’s, let’s go that direction. I’m gonna change it up just a little bit and help people understand people don’t have a sales problem flat out.

[00:13:00] You do not have a sales problem. What you have is a business development problem. Okay, let me explain. So, so all the groups out there that teach sales, they’re teaching the sales conversation. Okay. So sales is actually when you’re sitting across from somebody that can say yes or no to your business. Okay.

[00:13:24] And stead of that conversation, everything else is business development. So you don’t have a sales problem. You have a business development problem. Okay. Right. Most people. If you flat out, get them an opportunity to sit across from another human being that can say yes or no other business can have an intellectual real conversation.

[00:13:45] And that person will say yes or no about doing business. Okay. Most times. And you hear it all the time. People were like, Hey, if I could just sit across from somebody, I close a lie.

[00:13:55] Kris Ward: Okay. Yeah.

[00:13:57] Donnie Boivin: So, so it’s not a sales problem. Okay. You don’t people don’t homeless. Like you don’t like you have no idea what to do.

[00:14:05] Kris Ward: Yeah. I’ll take that. I’ll take that. Yeah. Right.

[00:14:08] Donnie Boivin: I don’t know how to get to the sales conversation because that’s where the real work is. It’s what separates great salespeople from 90% of the people that are in sales.

[00:14:21] Kris Ward: Now, let me jump in here. When you talk about that person, that, okay. When I get in front of that person, it reminds me of what I call your teenage years of business.

[00:14:29] Like when you’re 16, you have these big ambitions of what you’re going to be in. You’re very certain, and I feel the same way about business. You’re one to five, maybe even at least one to three. And back in the day, if somebody asked me what I did. You take a deep breath in, and then you try to throw up a whole bunch of information on them and see what hits and you really what you’re trying to do, Vincent, because you’re right.

[00:14:49] My business was not developed, so I’m just like, okay, I don’t have a clear idea. So let me. Quickly, try to convince you desperately that I am the answer to your problems and Oh, by the way, that might be a moving target. Right. So I think you make a really good point there because really my business was not developed.

[00:15:05] I wasn’t certain what I was doing. So I guess if I’m sounding like I’m confused, it’s only cause I am. Right. So really what you’re saying is people might be going down the path of sales techniques when really you’re not standing on steady ground to begin with.

[00:15:19] Donnie Boivin: Yeah, absolutely. It’s it’s that? And, and, you know, to define that, that sales conversation is that’s all it is.

[00:15:28] I mean, sales by definition is nothing more than a conversation, right? So you and I sit across from each other, we have a real conversation either I can help you, or I can’t write either way. I need to own that until you, whether I can really help you or not. Right. And, and get to a definitive right outcome.

[00:15:46] So sales is a conversation with an outcome. Period. Okay. Okay. The business development side of things is a little bit of defining your, your, your business and what you’re actually selling, but it’s, it’s the stuff to get to the sales conversation. So, so more particularly it’s the LinkedIn reach outs. It’s the networking, it’s the speaking on stages.

[00:16:07] It’s a guesting on podcasts. It’s blog writing. It’s, you know, whatever you can do. To get in front of people to get to know them, to open doors for them to help their business grow and succeed. So eventually they may run into somebody that needs whatever your services are and can say, Hey, you need to meet Chris because she’s an absolute rock star in marketing and everything else.

[00:16:35] Right. And make those introductions when you do business development, right. Sales becomes really, really easy.

[00:16:45] Kris Ward: That’s a, there’s a whole bunch of stuff I want to unpack there. And that really reminds me of, you know, what, this was my downfall and I hope everyone’s listening because man, my life would have been different if I learned this sooner and I would get caught up in the busy work the first couple years of the business.

[00:17:02] And I think your strength is your weakness. So I was really efficient and I was highly organized. And so when I wasn’t reaching my goals, which I now realize was, cause I didn’t create my wind team, but yeah. I just kept thinking, okay, I’ll get more organized. I’ll get more busy and I’ll go faster. Right.

[00:17:15] And you know, Oh my Evans, it was just awful, but it was awful to be around me. So it was like, go, go, go.

[00:17:22] Donnie Boivin: Right. You

[00:17:23] Kris Ward: know? Or like some people are like, I’m ready to go. You don’t have your shoes tied. I could have answered two more years go. Right. And what would I realized. Looking back is I would make a relationship or a connection with someone that I didn’t sustain.

[00:17:36] And years later it’s like, Oh, that was a really, I really did like that person. And, and, and they really did blossom to be a really big influencer, but more important. Yeah. That I really did like them in the beginning, but I didn’t have a reason to call them or whatever. And I was too, it was always a distraction from work like, Oh, I’m too busy working to just go have lunch or reach out to somebody for the sake of.

[00:17:57] Bonding, I’m trying to build a business. Like, so I looked at that as a waste of time because they thought, Oh, I’m supposed to be working. So as you’re working hard. And so that business development, I didn’t understand that was about relationship building. I thought it was like, okay, I’ll take Friday afternoon off to go do a potential sales meeting.

[00:18:13] And I did back in the day network breakfast or whatever, cause they were there and I was like, okay, I’ll go do it. But I really missed out not understanding that that was business development. Cause it seems to me. At that weakened state of your mind that you’re like taking the afternoon off or you’re just, you know, you’re not, you have nothing to show like, Oh, I didn’t produce this amount of piece of paper.

[00:18:31] Right. So I think that business development is, is so hugely profound. And, and I, I think we don’t address that. And now, so tell us more about your thoughts on that.

[00:18:41] Donnie Boivin: Well, you know, most people that are teaching sales training come from transactional sales. So if you look at their background, if they’re out there, they’re a known name, teaching sales, go look what they sold before.

[00:18:54] And transactional sales is things like a car lot. Right. There’s no business development in the car. Lot. You should at a desk. Somebody walks on the lot. They’re already interested in buying what you have. You walk out, it’s a transaction. You don’t need a relationship. You need a onetime close and you’re done.

[00:19:11] And that’s what most people are training out there in the, in the marketplace. When you get into big boy, big girls sales. When you’re doing multiple zeros on the end of contracts and deals, and you’re going after bigger things, it has to be an ongoing relationship. There’s no such thing as a close anymore, right?

[00:19:31] It’s the start of relationship because if you listen to a lot of those gurus and you try and close on a conversation, you’re going to lose. Right. If you try and overcome objections, you’re going to lose his only reason objections and things like that pop up is because you screwed up and became a salesperson on the sales call.

[00:19:52] Right. So, so when. You become no, which I think is a greatest business development tool we have in this day and age, um, and, and known means you become known in your small town that you and I both live in. You become known on social media because you’re putting out great content, podcasts, blogs, content you come known because you’re doing virtual coffees or in person coffees.

[00:20:19] And you stay top of mind. That’s the brilliance behind all of this. Is, you will never have to truly prospect, right? If you can say top of mind, Oh, of champions, people that just love and care about what you do, because if you surround yourself with the most amazing, I forget, can I cuss or not? Chris? I forget.

[00:20:45] Kris Ward: No.

[00:20:46] Donnie Boivin: Okay, cool. Thank you. But if you can, if you surround yourself with the most phenomenal rock star, getting after it, we call them GSDs, which is get crap done people. I cleaned that up for you, right? Right. If you get around these people that are actively growing their businesses and just going for it, and you’re helping them get to who they need to get to.

[00:21:09] That door is going to be open so many times for you because they can’t help, but stumble in the people that need your products and services

[00:21:17] Kris Ward: reminds me not to get political because I’m in Canada. So I’m talking about the approach, not the politics, but back in the day with Obama, when it was such a big deal that he was so unknown and he was going against the Clintons and he had very minute resources compared to them or reputation, but he really went out.

[00:21:33] You know, one person at a time trying to get 10 bucks from one person at a time. Yeah. So it really was becoming no networking, you know, just knocking on one door at a time. So I think that too brings us all, so persist all up where it’s like, Oh, I need this. And I need that. And I need this sophisticated thing, which I always tell people it’s never the tools or the big shiny object that you think you need next, because you can give me a hammer.

[00:21:55] I should not be doing construction. Right. So it’s not the tool. It’s the mindset behind that. And I, so I think that’s very powerful and I think you’re right. We overlooked that, that so much. I think also though, when you talk about sales in one hand, I always think about you. You still have to always be selling like when we have our.

[00:22:13] Outsourcing playbook for busy entrepreneurs are info-products, it’s so clear. This is what you get this module and that module. But I did see a sort of, one of the, my learning curves is when I’m doing group or private coaching, I know I have this amazing thing laid out for you. And I might say, okay, awesome.

[00:22:28] We’re doing this next week or whatever, but you don’t see the four month trajectory of all those really cool stuff coming, because I’ll give you something this week and then you’ll go. That’s amazing, Chris or people get so excited. Yeah. But then they might think next week. Cause I didn’t tell them what’s coming six weeks down the road.

[00:22:42] Oh, that was her thing. Like we’ve hit, we can’t get better than this. Right, right. So it’s almost like too, when you’re in the middle of, once you, when you do have that client, you still need to be thinking about maybe sales is the wrong word, but retention of keeping them excited. Well,

[00:22:57] Donnie Boivin: you know, I agree with that and I would put that more as educating versus selling.

[00:23:03] Right. And the difference being is, is sales gets such a bad rap. Yeah. Yeah. I mean, if you, if all your listeners right now, if I would say, okay, let’s play the word association game, I’m going to say one word. You say one thing that pops to your head and I say, sales person, you’re going to get jerk, pushy commission, all these profanity words, everything else, because sales gets such a bad rep.

[00:23:25] So I oftentimes like to change the terminology so people, you can wrap their head around it. Yeah.

[00:23:29] Kris Ward: It doesn’t have a bad name.

[00:23:30] Donnie Boivin: Right. That educational side, a piece, you know, to, to the conversation is always about helping your clients, especially if you’re in an upsell situation, get where they want to go.

[00:23:44] Kris Ward: Right.

[00:23:45] Donnie Boivin: People love to buy, they hate to be sold

[00:23:50] Kris Ward: to. Yeah.

[00:23:51] Donnie Boivin: Right. So if we give them opportunities, To get where they want to go and accomplish what they want to accomplish, which our products and services should do is get them to some sort of results. Right? Some sort of outcome, right through life. People should focus more on outcomes and output, um, because it matters more that way.

[00:24:13] And if we can get people and our job in the educational piece is to constantly understand for your clients what’s next.

[00:24:24] Kris Ward: Right.

[00:24:25] Donnie Boivin: Right. And if we can align with what we have there, what’s next we win and they both win.

[00:24:35] Kris Ward: I think what you’re saying, and it’s very subtle, but profound is, we’re all caught up in that sales word.

[00:24:42] I know for me, I tell people, people have this idea that sales are something that you force upon, like a victim. Like, you know, all of this is thrown upon you. You don’t need. Yeah. Yeah, yeah. Like, ah, whatever. Right. And I’ve tried to demystify that, but what you’re saying is really at the end of the day, if you do these other components, well, the sales kind of just dissolves.

[00:25:02] It’s not really there. It’s not a key player.

[00:25:05] Donnie Boivin: Yeah. And that’s a hundred percent what I’m saying, because when, when you totally vest into somebody and you really pour into them, They’re going to want more people think about sales in transactional matters. They’re like, I’ve got to pay my bills. So I need to sell a thousand dollars this month so I can pay my rent or I need to sell, you know, $5,000 a month to pay my employees, whatever they think in transactional.

[00:25:32] What they’re not thinking is, is lifetime value. Yes. Right. Okay. So, so, so if I can totally dive into this client and I can get them the results they need, the outcome they need, they want more, they ask for more, they push and they’ll ask you what’s next. Right? What’s bigger. Okay. Donnie, we’ve done this.

[00:25:54] We’ve got this. What’s the next big thing on the agenda. That’s a hundred percent of how we’ve built this business. I mean, there’s nothing we haven’t launched in this business. They didn’t ask

[00:26:02] Kris Ward: for it. Right. That’s true. Yeah, yeah, yeah. You’re right. I had one guy last week, city, Chris promise. You’ll never leave me.

[00:26:12] Donnie Boivin: that’s a hundred percent. What I’m talking about is, is, and we talked a little bit before the show about not focusing on broke people and I met, broke mentally and financially as well, but you know, when you find that. Perfect client, right? That they, they, they, they want what you have. They do the work they put in the time they get the results, they want more and more and more and more and more.

[00:26:35] And, and I also put another caveat. If your clients aren’t pushing you to be better, if they are pushing you out of your comfort zone, then you’re playing it too damn safe. Right. Your clients should scare you. Right, because it’s got to push you or company further bigger and everything else, you know, it’s like, you know, one of my masterminds I read, I had, you know, eight, very powerhouse ladies together and we started off and I started off a little fluffy, even for me.

[00:27:08] And one of the gals in the middle of the thing, she goes, alright, this ain’t gonna work. Let’s get to work and all the gals at one time it was like sharks on, you know, blood in the water, like, Oh yeah, let’s rock it. You know? And, and I realized in a moment that everything that I had planned for that meeting wasn’t good enough.

[00:27:24] So I had to throw an audible and pivot really, really quick and dive straight into their world. And in that moment, I just completely evolved in my business. And it was such a light bulb that, that. I looked at a lot of my clients. And at that time, this was a few years back. My clients weren’t pushing me to go bigger because I was going after safe bets.

[00:27:47] Kris Ward: Is really, um, powerful because I know for me years ago, and I won’t do this now, you get those clients when you’re newer and you’re like, uh, you know, and they’re kind of hesitant or you’re like, Oh, I want to prove myself to them. And you know, I like, I’ve got three that really appreciate me. And two that haven’t convinced, but you want to convert them.

[00:28:05] Where is the logic in that? I don’t know, because they ended up costing way more stress and money, and you’re never going to, like, they’re never going to see your value. So I definitely don’t do that anymore. But you’re right. If you’ve got someone that you’re working with and they’re just hitting every ball out of the park that you’re throwing at them, you better go get some more balls.

[00:28:21] Right. And you better be like, okay, I need to up my game because I am working with the kind of people I want to work with means they’re eating this up. So I better start cooking again. Right? Yeah. So that, so that, and then if you’re. On a shaky day, you could be looking at yourself saying, ah, you know, what do I have enough stuff?

[00:28:38] Do I know my stuff well enough, but it’s no, you’re just getting into the big leagues. So you need to have more inventory.

[00:28:44] Donnie Boivin: Yeah. I remember being in a speech one day. I don’t remember who said this, but it was brilliant. And I wrote it down in my book and he said, you know, when times get hard, it just means you leveled up.

[00:28:54] And you hit the next level of the game. And when you hit that level starts over now, you need, you know, new spells, new swords, new tools, new, whatever, right in that moment. And that’s what I found with my clients is for the first year, maybe two of my company, it was easy. With what I was teaching and training right there, there wasn’t this, this next level gear that I was trying get to.

[00:29:21] And it really, it took that mastermind of those ladies ago. Okay. I, this is how I really evolve the business and grow it because I can’t show up and, and not be a hundred percent all in.

[00:29:36] Kris Ward: Okay. So we’ve got about five minutes left and you took this in a completely different direction, which I love. So really, you know what?

[00:29:45] You don’t know what you don’t know. And I also think that the most profound things are those simplest and, you know, it’s just like, ah, we just, we were just jumping over that hurdle, not even looking back running to the, you know, what do you say at the end of the sales call and how do you do your side job, blah, blah, blah, right?

[00:30:01] Yeah. So you were coming at this sort of looking at the Rubik’s cube from a completely different angle. Um, so tell us bestowed upon us other wisdom that you think, huh? These are oversights that people are just not understanding. We’re all talking about the wrong thing. No pressure Donny.

[00:30:17] Donnie Boivin: Oh no, I love it.

[00:30:18] It’s a great question. Um, and, and, and. I love the depth of it. So I’m at a break down to something very, very, very tactical, because I think if you don’t have an action, step, you can’t do anything. Most CEOs, business owners, sales people, anybody who’s in a sales Southern role. We’ll do this one activity.

[00:30:40] They will more than double their business in one year. And it’s one simple maneuver. Okay. 10 reach outs a day.

[00:30:47] Kris Ward: Ah,

[00:30:48] Donnie Boivin: okay. 10 reach out. That can be LinkedIn. That can be a DM. It can be an email. Can be a text message. I don’t care. 10 reach out to somebody who can say yes or no about their services.

[00:31:01] Kris Ward: Right.

[00:31:02] Donnie Boivin: Okay.

[00:31:02] Right. And, and then it’s a game of virtual coffees. Okay, because I don’t do a lot of in person meetings. I haven’t in years because everything just moves faster and commuting kills my business. So I love that the whole world went virtual because it just fit right in

[00:31:18] Kris Ward: the world. Mean there’s a very long time.

[00:31:20] Even if you were down the street, I’d have to get in the car and I have to wait for you and you’d come out of the bathroom and like, Oh my gosh. Right? Yeah.

[00:31:27] Donnie Boivin: Yeah. So to get very tactical is 10 reach-outs, five virtual coffees a week. And you’ll hit everything you want to hit.

[00:31:35] Kris Ward: Okay. So let me talk about, you said, Oh, I love the people know you’re real.

[00:31:39] Let me share my dark secrets, my flawed human being part where this is the ugly part. I’m not that great of a human being. I don’t resonate with the virtual coffees because like, I don’t know what the goal is. Right. So, you know what I mean? Like it just like everybody would say, well, let’s go. How many people want it?

[00:31:57] I’d read this. I can’t even articulate how frustrating I find that. Cause it’s like, what’s the goal? What are we going to talk about? Like, Oh, I want to know more about your business. Tell me what you do. Why you didn’t, you befriended me on some platform. You didn’t even look at my profile. Step one I have, then I’m not going to, you can’t even look me up.

[00:32:13] If you say, I look this up and I’d like to know more, I guess I just don’t know when I’m being asked to give up my time. So you can do a bad job of selling me

[00:32:22] Donnie Boivin: and you are 100% typical. And what I mean by that, in that response is because people suck so bad at doing that. Reach out.

[00:32:32] Kris Ward: Yeah,

[00:32:32] Donnie Boivin: they, they are in their mind.

[00:32:35] If I can fake wanting to do a, get to know you meeting, you might be interested in what I have and be able to say, yes, that’s not a virtual cough. Okay. There’s two types of virtual coffees. Number one is the true do truly, truly, truly. Let’s get to know each other and see how our Rolodexes can collide and see if we can open doors for each other.

[00:32:53] There’s a ton of value in there. Okay. If you both go into it, the legitimate understanding, can I get Chris exactly to who she needs to meet? Can she get me exactly to who I need to meet? Right. It’s a real conversation that is set up prior to going into that meeting.

[00:33:09] Kris Ward: Right.

[00:33:09] Donnie Boivin: Okay. The second time a virtual coffee is Chris, I looked at your profile.

[00:33:15] I’m curious. Is sales ever been an issue in your business right after you reply to that and say, Yeah, we have a few issues. Would you be open to setting up a virtual coffee? I’ll explain what my co my company does. You tell me a little bit more about your company and we decide if there’s a reason we should partner up on something.

[00:33:35] Kris Ward: Yeah. Just people bite for that because they do, because I think, Oh right away, you know, and not be negative, you know, someone’s going to try to,

[00:33:43] Donnie Boivin: and that’s exactly what I’m telling you.

[00:33:45] Kris Ward: Right. And they you’re getting nibbles on that

[00:33:48] Donnie Boivin: all the time. Okay. And so what you have to understand is what is that pain point?

[00:33:57] Right? So, so. And I hate selling to pain points, but it gets you in the door. So I had a guy who was as a client of mine and he sold labels for a very, very large company. And he was doing a ton of cold calling. This is back when I was doing sales training and he was getting a ton of appointments. And I said, dude, how are you getting this so many doors by cold calls?

[00:34:20] And he goes, it’s really, really simple. I sell the most boring thing on the face of the earth. I sell labels, stickers that go on and ketchup bottles and stuff. Right. It’s boring. Instead of calling up, asking people, if they, you know, want to buy labels, I started going up and going, Hey, how do you use your stickers?

[00:34:40] And people would laugh and go, what do you mean by stickers? He goes, well, I was walking through the grocery store and I literally saw your salsa bottle with your sticker on the front. They’re like, Oh, my label. He goes, yeah. Yeah. How do you use your label? Right. And these, and they were like, Oh, well, we put on all this stuff and now he’s getting into it, genuine, real conversation about their stuff.

[00:35:01] So when I’m going in from sales, a lot of times, which I don’t do a whole lot of the things, but if I was going in from a sales perspective or any of your listeners, think about your product and service and how do you position it in a different way. It’s, it’s, you know, is sales a concern or issue for me, you know, Is marketing something that’s on your agenda this year to up your game, move, change, evolve or grow is, is PR something different in your game?

[00:35:29] You know, whatever you sell. Go ahead.

[00:35:34] Kris Ward: Um, if sometimes the traditional or the last few years, what we’ve, the big push has been like, okay, I’ve connected you on LinkedIn, you know, can I offer you some free training about creating your winning team or educating people on the fact that you know what either you have no team cause you think you can’t afford it and you have a team that’s too expensive that you can’t afford.

[00:35:52] Right. So I guess. So that’s been the angle everyone’s been taking, but if you’re now saying, perhaps reach out and say, look, um, have creating a team, ever been an issue for you. And is it too salesy to say, look, uh, would you be? I see, it sounds like one of the things we do is okay. You usually get 25 hours back a week, the first month he worked with us.

[00:36:15] But to say, that sounds

[00:36:17] Donnie Boivin: it does. It does. And it’s absolutely. And if you said that to me and immediately my sales radar goes off. Right.

[00:36:22] Kris Ward: Which is why I’ve never said it.

[00:36:24] Donnie Boivin: Yup. Yup. So, so what I would do is let’s say I reach out on LinkedIn. Right. Yeah. I’m going to reach out on LinkedIn and go a Chris, you know, looking at your quick profile looks like you’re doing some great things with your podcasts.

[00:36:37] Looks like you’re doing some great things with your company. You’re on Facebook. I’ve really kind of dove into your stuff. And I’m really, really, really curious. What do you attribute all the success to? That’s going to be my first move. Okay. And what did I do in just that moment?

[00:36:52] Kris Ward: You’ve done your homework for starters,

[00:36:55] Donnie Boivin: and then like

[00:36:57] Kris Ward: people like,

[00:36:58] Donnie Boivin: yeah,

[00:36:58] Kris Ward: yeah, yeah.

[00:36:59] I’m all about that. I really truly believe that show people you’ve done your homework, compliment them. I get a lot of really great relationships off the bat because I did do my homework and I did find something, you know, to say, Oh, this is really interesting, whatever. And then, I mean, that’s how we connected.

[00:37:13] Right. I wasn’t trying to sell you something. I was just like, look here. Here’s what I found, right. Yeah. Okay. So start there and then. Lead in with a question.

[00:37:21] Donnie Boivin: Yeah, absolutely. And then it comes with a question. Yeah. Is in a lot of times, most people cause people at heart are genuine, good people they’ll come back and say, well, this is how I did this.

[00:37:30] Tell me what you did. Right. Or they’ll ask you a question then in kind. I have a prepared story to tell back to them. Here’s how I got here. Okay. Here, here’s my story. And often times that simple maneuver, well then go, Hey, let’s connect more. Let’s find out a little bit more about each other, but because people are coming across with salesy, it doesn’t go that route.

[00:37:52] So let’s take people who then that works really well for services. And now you get into virtual coffees and everything, and really dive into each other. Don’t go the virtual coffee, trying to sell anything.

[00:38:02] Kris Ward: Right, right, right. Right.

[00:38:04] Donnie Boivin: Now, now the people who are selling like tangible products, their move is, Hey, I see this well done.

[00:38:12] Good job kudos. And if they don’t come back anything now just hit them with a very direct generic question. Hey, you know, how do you guys use stickers in your company? How do you guys manage your teams? Okay. You know, how do you. Blank blank, blank. And what you were looking for, and guys, this isn’t foolproof, I’m not trying to say this works a hundred percent of the time, right?

[00:38:38] This is gets you into a further conversation.

[00:38:42] Kris Ward: Yeah.

[00:38:43] Donnie Boivin: Yeah. Every day 10 of these reach outs where you taking a few moments and this takes an hour of time and you can’t do business development an hour a day, then get out of business.

[00:38:53] Kris Ward: Yeah, yeah,

[00:38:55] Donnie Boivin: yeah. Um, and then, you know, get to five virtual coffees a week.

[00:38:59] Right. You just get to set those virtual coffees up very specific. What’s the outcome of that meeting? What are you accomplishing?

[00:39:08] Kris Ward: Well, you’ve given me any renewed faith because I would’ve said hand to God. You’re not going to get me on a virtual coffee. I just, I just always thought, do you not think I have a mother or somebody I could spend extra time with?

[00:39:21] You know what I mean? There’s

[00:39:22] Donnie Boivin: to that point look where we’re at.

[00:39:24] Kris Ward: Yeah. Yeah, yeah, yeah, yeah. We didn’t have a virtual coffee. We did connect. I did do the business development thing and I was a fan. I was like, Oh my gosh, you do this well and do that well. So I guess to me like the word sales, once you said virtual coffee, which you didn’t say to me, we just dove right into like this here’s my new best friend.

[00:39:42] What, in the past, when somebody says virtual coffee, to me, to me, that was a flag word for. This is going to be meaningless, right? Because in the past there has been a lot of people that did it poorly. So now they’re all painted with the same brush. Um, cause I hadn’t seen anyone do it well, but now I know what to look for and how to execute it.

[00:40:01] Donnie Boivin: One funny thing for you to use from here on out is when somebody asks you for a virtual coffee.

[00:40:06] Kris Ward: Okay.

[00:40:07] Donnie Boivin: Put it back on them. Cool. We’d love to do that, but what’s the outcome,

[00:40:12] Kris Ward: right? Right,

[00:40:12] Donnie Boivin: right. Push it back on them as if they’re trying to sell you something, they are going to fumble that question all over the place.

[00:40:20] If they’re genuine about getting to know you, they’re going to tell you, and you’re going to know almost instantly by how they respond.

[00:40:28] Kris Ward: You’re a wise man, Donnie wise, man. Alright. I could do this all day. We could turn this into like a, you know, a docu series come back once a month, but Donnie. Yeah. Okay.

[00:40:39] Donnie, listen, where do people get more of your wisdom? I cannot, before you answer is stressing out that he’s got an awesome podcast that I had the thrill of being on. It’s really good stuff. Just, I mean, you know, if you’re going to listen to another one other than mine or after I eat mine up, it’s like a really good dessert to a really good meal.

[00:40:59] It’s solid. Well, let’s do this.

[00:41:03] Donnie Boivin: I’ve got a gift for everybody.

[00:41:05] Kris Ward: Oh, awesome. We love presence.

[00:41:06] Donnie Boivin: So one of the things that I struggle with. Early on in the business was coming up with social content and all these guys like Gary V whenever we also like content contact onto content. So we’ve spent years figuring out how to make it ton of content.

[00:41:19] So we’ve actually figured out that in 20 minutes, we can make a month’s worth of social content. So I taught this to a group of business owners. Okay. And using nothing but free programs. So it’s a 45 minute video. So if your listeners will text the words, I am a success champion.

[00:41:38] Kris Ward: Okay. Eight

[00:41:39] Donnie Boivin: one seven. Okay.

[00:41:41] One eight 60, 30. I’ll send them that video for free.

[00:41:46] Kris Ward: Okay.

[00:41:47] Donnie Boivin: So yeah, (817) 318-6030. We’ll send that for free. And then I got something I want to do for you.

[00:41:54] Kris Ward: Okay

[00:41:55] Donnie Boivin: guys, if you’re listening to this and you got one nugget, one gold gem on this, something that you can take with you, do her the greatest favor and tell one person how to listen to her show guys, what you don’t understand from the podcasting space for having my show and all the time.

[00:42:12] His likes and comments are beautiful things, but people are still don’t know how to listen to. So if you’re getting value out of her show, go to  one person, how to listen, how to subscribe and get them following and listening to their show. I promise you it’s like you just walked up and gave her a virtual hug.

[00:42:31] So, so literally tell, tell one person that’s all I need you guys to do is just tell one person how to listen to Chris’s show.

[00:42:39] Kris Ward: Well, that’s why he has become my new business. That’s fine. There we go. That’s Donnie. I am going to, I went with those t-shirts that says I’m with Donnie.

[00:42:48] Donnie Boivin: That’s what I want.

[00:42:51] Kris Ward: Even the Koolaid.

[00:42:51] I with Donnie, something on the front of the shirt, something on the back. I’m all in. I’m on it. What a treat Donnie. My, my little world is just open, wide up since we’ve met, it’s been a short journey, but man, it’s going to be a long road ahead of us and I just can’t wait to engage with you more. So thank you so very much for being on the show.

[00:43:09] It’s awesome. Just great stuff. And people check them out online. He’s a real deal. He’s not kidding ya. Thanks again.

[00:43:15] Donnie Boivin: Appreciate you…